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Director, Global Account

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Date: 06-Dec-2018

Location: Hoffman Estates, IL, US

Company: Tate & Lyle

Global Account Director

Business Unit/Function

Primary Products / Commercial

DATE

September 2018

Location

Atlanta, GA (Preferred)

Band

D

REPORTING STRUCTURE

Reports to (Title)

Vice President & General Manager GEA Coca-Cola

Manager One Removed (Title)

President, Primary Products

Direct Reports

N/A

Key Relationships

Internal and external stakeholders

ROLE PURPOSE

 

To ensure Tate & Lyle is a preferred strategic supplier by leading global platform strategy development and driving execution of planned business development for both core products and innovations.

 

MAIN ACCOUNTABILITIES

 

  • Development of long-term growth strategy on a global level for assigned platform as well as ensuring successful execution within the regions
  • Lead and drive actions to grow sales globally and in assigned region to align with the global 5 year GEA strategy and annual operating plan (AOP)
  • Work closely with Regional Account Directors and technical team to identify business development opportunities, develop commercial solutions and ensure effective focus through commercialization
  • Build and strengthen strategic relationships with key decision makers and influencers within customer organization through regularly scheduled visits and meetings to ensure deep insights on customer priorities and objectives and assess fit with Tate & Lyle’s abilities in terms of products, technology and intellectual property capabilities
  • Forecasting and supply assurance for assigned region and/or ingredients
  • Global contracting strategy development and negotiation for assigned platform and/or ingredients
  • Maintain accurate and up-to-date information as it relates to pipeline of customer projects and opportunities to ensure full support of Salesforce excellence initiative
  • Build relationships and ensure effective ways of working across internal Tate & Lyle teams, e.g. BI/SI LT’s, R&D, Legal and Regulatory, Procurement, Category Management and Marketing
  •  

PERFORANCE MEASURES

 

  • Turnover: $ 220mm

LEGISLATIVE REQUIREMENTS

 

Authorization to work in the country you are applying for.

 

COMPETENCIES, SKILLS, KNOWLEDGE, EXPERIENCE AND QUALIFICATIONS 

COMPETENCIES

 

  • Deep understanding of the food and beverage ingredients industry
  • Capable of effectively working at both the global and local levels through experience of working across different countries and cultures
  • Internal stakeholder management skills through technical expertise, deep customer knowledge and personal drive
  • Decision making authority: Indirect and non-formal decision making authority over operational projects and priorities as well as associated resources (people and financial)

 

QUALIFICATIONS

  • Bachelor Degree in Engineering, Food Science, Chemical, Biochemical preferred
  • Minimum 7 years of experience in managing large/strategic accounts
  • Availability to travel (50% of his/her time) 

 

EXPERIENCE

  • Experience with advanced large account management, planning and negotiation. Must be able to successfully engage with both very senior as well as more junior customer partners
  • High level B2B customer management experience and skills specific to selling that requires collaboration on new solutions

SKILLS / KNOWLEDGE

Knowledge specific to the position:

  • Food Industry
  • Technical background
  • Market knowledge
  • Suppliers in the Food Industry

 

Skills (Key technical/functional skills required):

  • Strong strategic thinking and analytical skills
  • Excellent communication and presentation skills – both verbal and written
  • Customer-oriented
  • Strong communicator
  • Results-oriented
  • Multi-tasking
  • Team player
  • Collaborative

 


Nearest Major Market: Chicago